REAL ESTATE PRODUCTIVITY BREAKTHROUGH BLOG

REALTOR SUFFERS FROM CHANGING MARKET CAUSING DEPRESSION

2009-07-28T05:58:00.000-07:00

“My real estate business has always been a consistent source of income. Then business just stopped.” --Mike

SITUATION
When Mike joined the Productivity Booster Coaching Program he had doubts that his business would recover in the current real estate market.

He was going through his savings while attempting to keep up with the market changes. Mike was taking training to learn new tools necessary to keep up with the market changes but to no avail. His production numbers barely changed.

What Mike didn’t realized was the impact this struggle created on his emotional state of being. He had internalized a state of hopeless and had not recognized the signs.

He felt as if the weight of the world was on his shoulders and he had no idea what to do to change it. He just kept showing up for his business and taking more classes trying to get something to change as he watched his debt grow and savings disappear along with his sales production.

OBJECTIVES/GOALS
Mike knew he wasn’t going to leave the real estate business. But he also knew that he was not equipped to find his way through the massive changes that had swept through his business and life.

Mike wanted to resuscitate his real estate business and bring his production up.

TASKS AND SYSTEMS TO REACH SOLUTIONS
Coach Linda asked Mike to organized the systems and procedures he had already established in his business. He was to redefine his goals with quarterly benchmarks. She asked him to reassess his way of doing business including how he allocated his time and money.

She knew that in order for Mike to overcome the hopeless state he was in, it was imperative that Mike create very well thought out and realistic goals. He would then make a plan with precise action steps to take, and time tables to follow, in supporting his goals.

This would give him a daily focus with benchmarks placed in strategic locations to empower Mike in knowing he was making progress.

BUMPS IN THE ROAD TO A BREAKTHROUGH
Mike told Coach Linda that he had made goals in the past that had not been met; wouldn’t it be the same? “I keep showing up for work day after day, month turning into another month without a commission check.”

This was Mike’s hopelessness speaking; he was programmed to be being disappointed again. What he didn’t know was that this time it would be different because he had a few safety nets in place. Mike hired a coach and his goals were realistic, not based on trying to keep up with the top producers in the office.

By trying to keep up with top agents, Mike inadvertently set himself up to feel inferior, thus allowing hopelessness to set in.

AH HA MOMENT
Mike followed Coach Linda’s instruction to the letter. He got his ah ha moment when he realized that even though he was taking new classes and learning new skill levels he continuously put himself down by comparing his current production level to his past and the production level of other so called ‘top producers’ around him.

Mike was too busy putting his performance down to acknowledge the impact that the market changes had on everyone’s business. Other agents were also feeling the effect of the market shifts; they just showed it in a different way. And that maybe they were hopeful in their business, all the while Mike had allowed the energy of hopelessness to weigh himself and his business down.

BREAKTHROUGH: RELEASING AN EMOTIONAL BLOCK
Mike had experienced that refocusing his thinking and being realistic in his goals created hopefulness inside of him. Now, Mike was aware of his internal change from hopefulness and purposeful direction to hopelessness and inferior thoughts.

BREAKTHROUGH RESULTS
Mike developed systems inside of himself and his business that would help him red flag a change in his emotional attitude by the increase or decrease of his sales production allowing him to make timely changes back to meeting his goals.

When sales production drops dramatically, look to your emotional state for disappointment and grief which can easily lead to hopelessness. --Coach Linda

REAL ESTATE AGENTS FILLED WITH INDECISION AND FEAR

2009-07-16T07:43:00.000-07:00

Dorothy knew she wanted to sell real estate BUT she wanted to do it on her terms. In the twenty plus years she had spent selling real estate she knew there were aspects of the business that did not peak her interest anymore.

After all, she was a veteran and had paid her dues long ago. Now it was time for fun while making money. And then reality hit…the real estate market took a drastic turn to the left and Dorothy had to make some important changes.

She had choices to make…does she stay and learn the skills she needs, continue down the road she has been going, or leave the real estate business and start a new career or job?

Dorothy’s situation is more common than not in the real estate market as brokerage companies’ profits are hitting an all-time low. There are more agents making up the complexion of the real estate offices like Dorothy than there are high performers.

Brokerage offices are facing lower production levels because many of their agents are hitting production walls like never before.

Even the veterans have to upgrade their business tools and suffer through the time-consuming learning curve to keep up with the market changes. Or do they?

SITUATION
Coach Linda Berger spoke to Dorothy about her situation. Dorothy did not want to leave the real estate market, although her priorities had changed; real estate now was strictly a vehicle for money to pay the bills and supplement her other sources of revenue.

She didn’t want to build a business –Dorothy just wanted to sell a few homes a year and enjoy her life. This goal filled her with guilt and then anger for feeling guilty.

Her dilemma was the fear of having this conversation with her broker, as she had been feeling that she must produce at a high level of production for her office. She knew that her heart was not into higher production and her guilt kept her from even a few closing a year.

Dorothy’s inner struggle to do it ‘her way’ impeded her ability to do it anyway!

OBJECTIVES / GOALS
Coach Linda suggested Dorothy have a heart to heart talk with herself and determine what she was willing to give up in order to have a few closings a year. And where would she draw the line as to not moving one more step forward.

How could she give up the anger blocking her forward movement? What would she need to move forward in agreement?

SOLUTIONS
Dorothy knew she didn’t want to build a business. She just wanted to work a simple plan and use the rest of her time doing other things that she loved to do and be with the people she wanted to be with.

TASKS AND SYSTEMS TO REACH SOLUTIONS
She acknowledged her past successes which empowered her to understand that she no longer had anything to prove with a high production level. She had been there …done that. Dorothy just wanted to make some money.

By empowering herself within the boundaries of her working agreement she became very clear on what she would generate within the walls of the company she worked for.

The final step would be to create action steps supporting the choices and agreement she had made with herself and her broker.

AH HA BREAKTHROUGH MOMENTS
Dorothy’s ah ha breakthrough moment came during her heart to heart moment, when life opened to the wide angle as Coach Linda calls it… and revealed that it was okay to work in real estate for the money.

She knew that her desire to always do the best for her clients would continue to be her focus and just because her financial priorities had changed, Dorothy’s work ethics had not.

In that one moment she felt stronger in her choices.

RELEASING A BLOCK TO A BREAKTHROUGH
There were so many other things she wanted to do and the feelings of guilt locked her focus on one choice; and that one choice barred the door to create a few closings that year.

BREAKTHROUGH RESULTS
Dorothy made the breakthrough she so desperately wanted to, and released the block to her production.

Now she works for her production level, does what she loves outside of real estate, and touches the lives of people with her talents and knowledge.

In being true to herself, Dorothy opened the door to her own potential and closed more real estate transactions along the way.

When we are in inner turmoil our financial supply starts to diminish. Reconcile the turmoil and the flow starts. Coach Linda

TACKLING INCONSISTENCY A COMMON REALTOR PROBLEM

2009-07-11T08:09:00.000-07:00

TACKLING INCONSISTENCY IN CLIENT AND PROSPECT FOLLOW-UP

Emily is a full time real estate professional who falls into the all-too-common habit of inconsistency with client or prospect follow-up.

According to best selling author, Ken Blanchard’s book, KNOW CAN DO! He stated “People don’t put their know-how into action because of lack of follow-up which is the most difficult roadblock of all.”

Coach Linda Berger worked with Emily during their coaching sessions to identify some of the habits she had in place that worked against the business systems she set up to create a thriving real estate business.

It was Emily’s ‘internal systems’ that got in the way of her ability to be consistent follow-up with clients.

Coaching helped her to unlock beliefs trapped in her unconscious behavior which lead her down the path of inconsistency and lack of follow-up. She was consistent in finding herself back on the financial roller coaster on which many real estate professionals find their business.

SITUATION
Emily couldn’t afford not to follow up any longer. She was losing business that was hers for the asking. The last straw was a client that was ready to list, which he told her, but Emily did not follow up. Then she saw the listing on the MLS listed by another agent. She said that was it! This would not happen again.

Emily focused on what she wanted—to stay motivated—with the vision of her client signing with another real estate agent reminding her of dropping the ball.

OBJECTIVES / GOALS
Coach Linda had been working with Emily on her systems and her focus in their coaching calls. She reminded Emily to go back to the success she had in her business, and when to make her mind up that there was no stopping her. Emily realized she kept stopping herself.

SOLUTIONS
Coach Linda suggested that Emily understand that many people in sales have a problem with follow-up and it is just a matter of discipline and consistency. She needed to just keep showing up for her business whether she wanted to or not.

She had to buck-up and tough it out through her own obstacles.

Emily stopped making excuses and start making calls. She followed her proven systems and just put one agonizing foot in front of the other. She likened it to exercising –she didn’t have to like it to be healthier –she had to do it to be healthier. And so it is with her business.

TASKS AND SYSTEMS TO REACH SOLUTIONS
Emily knew the tasks needed to get off the financial roller coaster. She had done it many times with great success. Her systems were solid and complete.

The systems she had to own up to were her distraction and excuse systems.
As long as she said yes to them – she was saying no to her business success.

AH HA BREAKTHROUGH MOMENTS
Emily’s ah ha breakthrough moment came when she realized she had the tools, skill level, experience and success history to fall back on. All she needed to do was consciously follow what she knew worked in her business. It was that easy!

RELEASING A BLOCK TO A BREAKTHROUGH
Emily didn’t like to admit that she had a hand in putting her real estate business on the financial roller coaster once again. But she owned up to it, and saw the pattern she followed that had keep her stuck time and again.

BREAKTHROUGH RESULTS
Emily told Coach Linda she had had enough and she was determined to break the old habit and create a new one. She started showing up whether she wanted to or not and the sales started coming in almost immediately.

A little determination and a lot of consistency go a long way on the road to creating a successful real estate business.—Linda

REALTOR TAKES RISK…WAS IT THE RIGHT ONE?

2009-07-10T10:55:00.000-07:00

Jon entered the real estate business in 2008. He was ready, willing and able to jump right in the shifting market and start making money until…reality hit…the market!

Jon had the foresight to envision potential hazards in his new business without the right type of guidance.

Coach Linda Berger was referred to him by agents in his office and started coaching before he got lost in the chaos of lenders not lending money, sellers loosing their homes and buyers just wanting the best deal and then not sure they got the best deal.

SITUATION
Jon realized he was financially risking by hiring Coach Linda even though she had come highly recommended.

When weighing the risks he could –spend money and time marketing and hoping that he was taking the best steps to build a solid foundation for his business or risk adding to the initial investment -hire a qualified coach that knows the real estate business to teach him how to add value to himself and his business and help navigate him through the risk.

He made the investment part of his business start up costs determined it would facilitate a shorter lag time in finding his way around the volatile real estate market.

OBJECTIVES / GOALS
Coach Linda worked with Jon on building a systemized business that would support his goals and would make his growing schedule easier to manage.

Jon knew his most important responsibility to his clients was writing and negotiated contracts to close. Jon also realized that there are a million I’s to dot and T’s to cross so it was essential to his success that he create his operating manual and check lists supporting his systems.

SOLUTIONS
Coach Linda suggested that as Jon went through each aspect of his business that he write down all of the steps taken and the calls needed to create a successful contract to close. Also, to do the same for listings and buyer interviews. He built his systems around the essentials steps in real estate.

TASKS ANS SYSTEMS TO REACH SOLUTIONS
The most important action Jon had to take was ‘to take action’ and keep taking action in the direction of the closing table which is what his clients expected of him.

Jon worked a scheduled that was built around his goals and business objectives. When he didn’t feel like showing up that day he would review his goals and take out his action plan to motivate him to keep going.

AH HA BREAKTHROUGH MOMENTS
As Jon started to work with more clients and receive more and more referrals he realized the time he invested in building a strong foundation paid off with closings –sooner rather than later. The financial investment he made up front cast the foundation of a solid focused business. He said ‘coaching made all the difference for him and he wouldn’t be where he is now only months into the business.’

RELEASING A BLOCK TO A BREAKTHROUGH
Jon feared loosing his savings if he didn’t have a closing. He also realized he was in a catch 22. Hire a coach to close deals faster or not hire a coach and hope he could do it on his own. He took the risk and learned the value of calculated risk taking instead of blind faith.

BREAKTHROUGH RESULTS
Jon has had three closings and three more set to close. He has two listings and two pre-qualified buyers.

Now those are results worth risking for. Linda

TO DO or NOT TO DO - TIMEBLOCKING THAT IS!

2009-07-06T11:10:00.000-07:00

Monday, July 6, 2009

Kathy asks Coach Linda for Help:
“I know how you believe in Time Blocking. When I’m time blocking I feel like I am limiting my ability to be spontaneous. Help! I see the benefits but feel constrained. ” –Kathy

Kathy is facing what many agents feel when it comes to committing to a time blocked schedule in order get more done in less time. Many feel closed in—as if in a box. When in reality a time block schedule opens up your time and you accomplish more in less time with more time for leisure.

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Linda’s Response to Kathy:

SITUATION
Kathy wanted a focused schedule but wasn’t sure how she would actually follow the schedule she made up because up to this point it was only a piece of paper that she organized but did not follow. She would look at the schedule with dread rather than with confidence knowing it was the key for higher productivity and time to herself.

OBJECTIVES / GOALS
Coach Linda suggested Kathy write a schedule of her current workdays, listing what she spends her time on and what she accomplishes. Next she asks Kathy to be creative in what she wanted to create in her real estate business. She asks her to take out her original time blocked schedule and to review it to identify the areas that created the anxiety she spoke about.

SOLUTIONS
Kathy felt restricted in her business by her time-blocked schedule. The schedule reminded her of a strict teacher telling her how and what she was to do in her business. She already knew what she wanted to accomplish and was willing to make the time available but on her own terms. She didn’t “get” the context of her current time blocked schedule.

Coach Linda explained to Kathy that her way of thinking regarding time blocking was very common and it was all right to ease herself into her schedule in creating categories in blocks of time.

TASKS AND SYSTEMS TO REACH SOLUTIONS
For instance - creative time for real estate, use colors to coordinate her different functions in business, block in time for spontaneity. Just create blocks of time that build discipline her to keep showing up. Kathy needed to take some action on her schedule, and not just rebel against it.

While in action she could tweak it along the way instead of rebelling against it. Allowing it to sit dormant it would take up space in the back of her mind, zapping her time and energy.

In Coach Linda’s experience time and energy are wasted because Kathy would never really get her mind off of that time block schedule she was supposed to be following for her business to succeed. She knew Kathy would wrestle with the thought of how she could get her way and not let the schedule win over her.

AH HA BREAKTHROUGH MOMENTS
Kathy got her ah ha breakthrough moment when she felt the freedom in the blocks of color for creativity and spontaneity in her schedule. She now looked at her time blocked schedule with excitement and wonder as to what she would create in the slot of time designated for real estate. She was well aware that her to do list needed to be accomplished although that was now an accompaniment to her creative time in her business.

RELEASING AN EMOTIONAL BLOCK
As with most real estate agents, Kathy felt blocked in (no pun intended) with time blocking. Coach Linda has found that most real estate professionals like Kathy are people oriented—and at times to a fault—in that relationships are all they want to establish in their business.

In fact, real estate is a business where systems in building and maintaining its structure must be in place—at the same time as establishing and maintaining client relationships—
which are an essential part of the internal business systems.

BREAKTHROUGH RESULTS
Once Kathy changed the context of her time blocking to be more colorful, with blocks of colored time slots to be a creative building process with additional time to be spontaneous, she was unstoppable. The tool that is designed to enrich her business was no longer restricting or confining her. It became her tool to open her schedule, not to inhibit it.

Kathy, just keep coloring your business the color of green because that is what you will be seeing after a short time of time blocking. –Coach Linda

WHO IS RUNNING YOUR BUSINESS? YOU OR THE CLIENT?

2009-07-02T14:14:00.000-07:00

Ann asks Coach Linda for Help:
“I am so tired of running around for demanding and unqualified buyers! I need to run my business instead of letting it run me!” –Ann

Ann was brand new to the real estate sales business, and as with many new agents who fall victim to pitfalls, she was jumping whenever and wherever the next call led her. As we all know, as experienced agents, that rocky road is one that ends in crash and burn. An agent’s energy and career can end up in a heap, without a bit of intervention.

So Ann was told to call Coach Linda to learn “how to run a business” instead of “letting the business run her”.
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Linda’s Response to Ann:

SITUATION
Working a business without a plan was Ann’s problem. As a new agent Ann had everything to learn and was already overwhelmed at the thought of not knowing where to start. She already had a steady flow of calls and was creating leads by doing open houses for other agents.

She needed some basic systems to follow to protect herself from burnout at such an early stage of her budding real estate career.

OBJECTIVES / GOALS
The first thing Coach Linda suggested was to determine a schedule with a minimum of scheduled time for four showing times per week, two open houses, time to build systems, lead generation and lead follow-up.

SOLUTIONS
Ann went through her date book and started coloring in time slots for scheduling appointments for showings - mornings, afternoons, evenings and on the weekend. She also decided she could do a weekday and a weekend open house.

She learned to block office time in to do all of her follow up and lead generation. She set aside time for building buyer systems since that was the bulk of her new leads. Ann started where she was and would build a strong foundation from there.

TASKS AND SYSTEMS TO REACH SOLUTIONS
Ann already had leads but did not have a system to qualify them. She created a buyers packet with all of the paperwork she would need and a few extras just in case. She set up a checklist for working with the buyers that she could follow and would no longer have to worry about whether or not she forgot something. She was making mind space by organizing. This gave her a sense of confidence and peace.

Ann also realized she was loosing leads by not following up right away, just because she would misplace the contact information. Another system was created with a day and time for follow up and a checklist of questions to ask and procedures to follow.

AH HA BREAKTHROUGH MOMENTS
Ann’s ah ha moment came when she realized she could actually create the ‘rules of the road’ on how she wanted to run her business. These healthy guidelines supported the well being of her life and business. The big surprise was that her clients ‘would’ agree to them in working with her.

RELEASING AN EMOTIONAL BLOCK
Ann felt a lot of apprehension in setting up the guidelines for her clients. She felt if they wouldn’t work within her business guidelines she would have to let them go and no more clients would follow. This is a fear that many new agents have, but her confidence came from the value proposition that her clients receive when working with Ann. That is what she would sell them, and not guidelines.

BREAKTHROUGH RESULTS
Once Ann realized that this really is her business, and like her doctor or dentist, she understood that her clients would adjust because they know the value that they receive by working with Ann, it became easier for her to have strong guidelines but to be flexible so her business would grow instead of creating realtor burnout.

Ann had to adjust, and be aware of, her own sense of self and her value in order for her clients to recognize it. She knew this was a start…a great start.

She realized that she could make up time blocked schedules and systems but she wouldn’t (and couldn’t) follow them in earnest if she really didn’t work on her sense of self and the value that she imparts to her clients. That value is: That Ann is the very best agent for them. She would have to work on selling her value proposition to herself first and then the client would be a piece of cake!

BREAKTHROUGH CASE STUDY 21: COMFORT IN WORDS NOT NUMBERS

2009-06-24T17:18:00.000-07:00

“Writing and making my business plan is excruciating. It reminds me of getting a root canal.” –Jim

I have found that agents are either: A. Very comfortable with writing a business plan but not stating the numbers they need to hit every quarter; or B. They know the GCI level they want to reach by the end of the year and do not back it up with a plan, whether detailed or vague.—Linda
Berger

SITUATION
When Jim joined the Productivity Booster Coaching Program he had been in the real estate business for seven years and had worked at a few different offices, and never really finding a broker he could meld with.

In his first two weeks of working with Linda he was challenged in locating his drive and ambition to reach his ambitious goals of building a solid foundation in his niche market.

OBJECTIVES/GOALS
Jim’s objective in working with Linda Berger and the Productivity Booster Coaching Program was to create a solid name for himself in his niche and become the realtor of choice for his clients and prospects.

His real estate work and business needed to be a viable, productive and profitable. He expected to create an organized, systemized and well-managed real estate niche market business. Jim knew he would have to come face to face with his well-traveled old habits that needed to go. So coaching was the answer.

SOLUTIONS
Jim knew his strengths and found he was very comfortable using them. In working the weekly assignments given to him by Coach Linda he began to feel as if the process he was asked to do was excruciating.

The homework in building solid systems created challenges and frustrations. He came face to face with some of his shortcomings, which in the past would have gone unchecked, but with a coach he did not have that luxury.

Week after week Jim would come back to his coaching call war-battered and torn but more ahead of the process than behind it.

TASKS AND SYSTEMS TO REACH SOLUTIONS
Coach Linda gave him assignments that highlighted out-grown habits to be observed, challenged and relinquished. Name it…Tame It… Claim It…

His weekly assignments helped him to organize his wants and needs in meeting his goals quarterly.

The systems Jim built supported his goals and created the focus he needed to achieve higher production.

Coach Linda pointed out to him that she had not heard him mention a production number that he wanted to achieve.

In creating all the details in his how to’s and what to do’s for his plan, he overlooked to make mention of the quarterly numbers he needed to hit in order to reach his annual goals.

RELEASING AN EMOTIONAL BLOCK
Knowing he only had a week before his next call for progress, and another level of the building process, he drudgingly pressed on. He discovered words were his safety zone and hitting the numbers through his plan was another level of responsibility, one he was more than eager to take.

Jim would have fallen into the roller coaster trap that so many agents find themselves in because they are not paying attention to the real estate market’s constant shifting trends, and to their own businesses systems and action plans.

Coach Linda was persistent in questioning Jim on the numbers that he would aim to hit by the end of the next quarter. Once Jim articulated the goal for the quarter and the plan with which to accomplish it, he would no longer go blindly toward a number that he decided at the beginning of the year.

“AH HA” BREAKTHROUGH MOMENT

His “ah ha” moment came when he saw the methodology to each step that he had been taking in building his business –and knowing that he actually grew out of the last step - that he then understood the process and the value of coaching.

Jim knows from personal growth that his own discoveries about how he processes information and uses it to create success in his life directly produces results in his business and life.

BREAKTHROUGH RESULTS
He now understands the importance of the strategic maneuvering and intimate knowledge of his business.

By having his finger on the pulse of the market and to be fully aware of his business numbers and action plans, he can facilitate any changes in the market quickly and effectively.

Working with Linda and the Productivity Booster Coaching Program, real estate professionals achieve marked results quickly by understanding the process of their own change through breaking habits.

CASE STUDY 15: I FEEL LIKE I AM INVISIBLE IN MY LIFE!

2009-06-23T07:04:00.000-07:00

“People treat me like I am invisible and I can’t figure out what I am doing!” Janice

SITUATION
Janice and I are running partners. It has become an important part of our week to process our lives and gain new awareness into repeated patterns showing up in our life. Janice often talks about feeling invisible in her life. Whether it is a sales clerk, one of her children, her boss or her boyfriend. I have to mention, Janice is a very capable, independent, loyal and knowledgeable woman and most definitely overqualified for her current job. With that being said, Janice is also a levelheaded person who seems to attract drama prone people into her life.

OBJECTIVES/GOALS
Last Saturday during our run, Janice said “that was it” -no more being invisible. And she asked me to help her out of the world of beige and into the world of red, blues, yellows and oranges. In her world, beige is invisible and drama is color. So she asked if I would help her color her world in which she often felt invisible.

SOLUTIONS
My first question to her was, “What is the underlying theme that is running in two problem relationships? Together we identified it was money. One, with a sales clerk, Janice didn’t have enough money. And the other, Janice may have cost a client money.

Being able to identify a similar theme in both situations made it easier for her to break down the pattern of feeling invisible. By understanding that being invisible was an old pattern that has plagued her most of her life she felt empowered that she could resolve it and stop living a beige life.

“AH HA” BREAKTHROUGH MOMENT
Janice realized she had been blind-sighted by the different faces of drama. Remember, Janice is a straight shooter so she assumes everyone else is also. And she discovered another parallel--dramatic people.

Through my persistent questioning her about what was she really feeling – she had her” ah ha” moment and realized being invisible was linked to money and drama.

Her second “ah ha” moment came when she mentioned that a shopaholic buys to not feel their feelings and then she said quite innocently, “I don’t spend money - so to not feel my feelings!??!” We both got chills all over.

And her third “ah ha” – she said, it is very interesting that I am an accountant.
Wow, three “ah ha” moments in one run.

RELEASING AN EMOTIONAL BLOCK

When Janice realized that she has dramatic people in her life in order for her to find her own value, she was able to look at both situations with new eyes and take herself out of the equation. She was able to observe what was really going on in both situations. She saw the link between money and the value, or lack of value, that she placed on herself.

Once she was able to just observe and not react to defend herself, the house of cards started falling and she knew - that really was it!

BREAKTHROUGH RESULTS
In reviewing both situations, Janice could detach from her client’s drama over- compensating; and also detach from the sales clerk drama—desperation and only seeing clients as dollar signs.

RESULTS
Janice now understands that both situations do not have to repeat themselves because she “got” that “invisible” was trying to teach her about value and now she can wear beige and feel great, knowing that beige is only a color she is wearing, not living. After all it is only a light shade of color. As for drama --not a problem--because she knows it isn’t hers!

BREAKTHROUGH CASE STUDY 12: MUSICIAN EVOLVES INTO REALTOR

2009-06-17T16:43:00.000-07:00

“I thought I had to give up my personal passion to be a successful Realtor.” - Jenny

SITUATION
When Jenny joined the Productivity Booster Coaching Program she had doubts that real estate was in her near future. She felt she was a musician and not a realtor. Music she knew well and felt comfortable in. Real estate had been an emotional and financial roller coaster.

She was frustrated with the caliber of buyers and sellers she was attracting. They were not respecting her expertise or time. Jenny realized she needed systems and new clients.

OBJECTIVES/GOALS
Jenny’s objective in working with Linda Berger and the Productivity Booster Coaching Program was to make real estate work as a viable, successful occupation. She also wanted to treat it as a business.

SOLUTIONS
Working with Coach Linda, Jenny began by cleaning out her database. She was left with 20 solid people in her database.

From the start, Linda helped her to organize her current systems and develop new ones that challenged her. Linda introduced Jenny to time blocking and a daily “to do” list to back up her business goals. She began to build a solid foundation. Linda helped her discover some of her patterns that were not supporting her vision of life as a musician and business owner.

TASKS AND SYSTEMS TO REACH SOLUTIONS
During the coaching process of time blocking and getting Jenny’s business organized, different distractions started showing up. She became very frustrated with adhering to a schedule and started to get overwhelmed. She learned that frustration and being overwhelmed were two clever distractions that she unknowingly used to derail her focus to success.

AH HA BREAKTHROUGH MOMENT
After a few weeks in the Productivity Booster Program, Jenny had a revelation. She realized that she was afraid of being a successful, committed realtor because it might mean that she would then lose her recognition as a musician. That one “ah ha” moment released an emotional block and opened her up to accepting greater responsibilities that come with real estate success. She named the unspoken block and she hasn’t stopped since. As Linda suggests to her clients, Name It, Tame It, Claim It.

RELEASING AN EMOTIONAL BLOCK
After her defining “ah ha” experience, Jenny was then able to begin the journey to building her business as a solo realtor.

BREAKTHROUGH RESULTS
Jenny struggled through and followed a time-blocked schedule, built up a new client list, created a consistent marketing campaign, and wrote her operating manual for her real estate business. To this day Jenny consistently does 2-3 deals every month. She strictly follows her time blocked schedule and her systems which she tweaks when necessary.

Through working with Linda and the Productivity Booster Coaching Program, Jenny now knows her strengths and how to maximize them to increase her productivity. She consistently reveals and works through her distractions and creates success for herself and business each and every month.

BREAKTHROUGH CASE STUDY 14: A NEGOTIATOR IN THE MAKING

2009-06-17T13:58:00.000-07:00

“Time was my enemy. Linda showed me how I can rewrite the rules about my own time. Time is now my close friend.”

SITUATION
When Mary joined the Productivity Booster Coaching Program she had doubts that real estate would bring her the financial success she had longed for. She was facing formidable, insurmountable challenges that she thought couldn’t be solved. She had owned her own franchise specialty business for five years before entering real estate. She loved owning her own business and wanted to create the same success in real estate. Yet she felt handicapped in her business approach and couldn’t understand what was giving her that feeling.

OBJECTIVES/GOALS
Mary’s objective in working with Linda Berger and the Productivity Booster Coaching Program was to make real estate work as a viable, profitable and successful business. She also wanted to treat it as a well-managed business. After a couple of years with average production she knew it was time to get the push she needed to grow past any blocks that would keep showing up to impede her greater success in developing her business.

SOLUTIONS
Working with Coach Linda she began by identifying her strengths in productive patterns and to build on them while identifying her own sabotaging patterns. Mary knew that to have a solid business a solid foundation was needed. New information was key to her success. She needed to discover everything she could about her work and the life patterns and habits that supported it. Linda helped her to dig deep to discover these critical behavioral activities that supported her life in a positive or negative manner.

TASKS AND SYSTEMS TO REACH SOLUTIONS
From the start, Linda helped her to organize her current systems and develop new ones that challenged her. Linda introduced her to time blocking and a daily “to do” list to back up her business goals. Mary began to build a solid foundation in her business and close more deals quicker than ever before.

During the coaching process of time blocking the distractions and the excuses started showing up. Mary became very clever at reasons for not adhering to her schedule even though she told Linda how time blocking was making her business practice so much easier. Mary learned that there were unspoken needs she had that far outweighed her desire for success.

One of her greatest tools to negate her success quickly and effortlessly was to silently berate herself.

RELEASING AN EMOTIONAL BLOCK
In guiding Mary to find the buried words and unconscious actions that were elusive to her for so many years, Linda was able to help Mary find the real power in her business tools. She began to use the different business tools to overcome the daily feelings and words that would fill her head. Just using a simple to-do list consistently proved that she was working toward creating a successful business. Mary’s berating voice couldn’t argue with what had been accomplished. Being successful meant committing to herself and her systems. The successful realtor in her could count on them, she knew they worked all the while admitting that she had out dated inner talk that was ever constant at times of stress, and to be okay with that. Mary could now acknowledge her inner voice, not judge it while reassuring herself that the process of change was the goal. She could then use her business tools to move forward.

“AH HA” BREAKTHROUGH MOMENT
Her “ah ha” moment came when she realized that it was okay to acknowledge the negative inner talk and that by judging it she was giving the judgment permission to fight back growing even stronger. By acknowledging and accepting that part of her - she released the negative emotional block and become more productive.

By naming what had been holding her back unconsciously most of her life, the power was harnessed. She was able to live the statement Linda tells her clients: Name it, Tame it, Claim it.

BREAKTHROUGH RESULTS
Now when Mary starts her workday she is well aware that when she is stressed or challenged with her business she must negotiate with her inner voice of doubt and give it direction, claiming the power of being fully present in her business. She is no longer working her business “handicapped”.

Through working with Linda and the Productivity Booster Coaching Program, Mary now knows her own strengths and how to maximize her business tools to increase her productivity. She consistently works through her inner talk and creates success for herself and her business each and every month.